Steve Hoffacker

about this book: Before beginning your sales presentation, you need to determine how to structure it and how to appeal to the needs and interest of your customers. Therefore, you need to learn why someone has contacted you, what their requirements are, who is making the decision, what they have now or why they have perceived a need at this time, their budget, and so many other factors that impact and influence an eventual decision. You may not even be talking with the decision maker initially but someone doing some initial research or fact-finding about what you offer. Therefore, you don't always have a lot of time to gather information or aren't able to get all of your questions answered initially. You need a strategic approach and questions that are powerful to use. Approach getting to know your customers as a news reporter would. Determine who, what, when, where, why, how, and which about their decision making process. This book gives you dozens of examples for each area.